Manager – Channel Partnerships (Cross-Border Payments)

Job Title: Manager – Channel Partnerships (Cross-Border Payments)

Job Level: Mid-Level

Report to: Head Cross Border

Department: Cross Border Payments

Organization: Airpay Payment Services Pvt. Ltd ( https://www.airpay.co.in/ )

Location: Mumbai (West), Delhi NCR (North), Bangalore / Chennai (South), Kolkata (East)

Job Summary:

Airpay is building its Cross-Border Payments business to serve exporters across India. The Manager – Channel Partnerships will be responsible for identifying, onboarding, and scaling partnerships that drive merchant acquisition through indirect channels. The role follows a hub-led, ecosystem-driven model, operating from a regional HQ and building partner networks across relevant ecosystems. This role is critical in building a scalable and cost-efficient acquisition engine to complement direct sales efforts.

Key Responsibilities:

Partner Identification and Acquisition:

• •Identify and onboard channel partners such as chartered accountants, export consultants, logistics providers, and trade associations.
• •Build and manage a structured pipeline of potential partners.

Ecosystem Development:

• •Build relationships within local ecosystems connected to exporters.
• •Establish presence in trade networks and business communities.

Partner Enablement:

• •Train and enable partners to identify and refer relevant merchant opportunities.
• •Provide tools and ongoing support.

Revenue and Acquisition Ownership:

• •Drive partner-led acquisition across exporter segments.
• •Track partner-driven leads, conversions, and revenue contribution.

Regional Coverage:

• •Operate from the assigned regional HQ.
• •Travel to engage partners and strengthen relationships.

Collaboration with Sales:

Work closely with sales teams to convert partner leads.

Performance Management:

Track partner productivity and develop partner tiers.

Market Intelligence:

Track competitor strategies and gather ecosystem insights.

Required Qualifications:

• •6–10 years of experience in channel partnerships, alliances, or business development.
• •Experience in payments, fintech, banking, SaaS, or export ecosystem preferred.

Skills and Experience:

• •Strong relationship-building and networking skills.
• •Ability to manage and influence external partners.
• •Structured approach to building partner programs.
• •High ownership and execution mindset.
• •Willingness to travel across regions.